With so many tools at our disposal, why do product people continue to struggle with effective communication? Email after email, meeting after meeting, teams replay the same conversations and plow the same ground, re-litigating the decisions they agreed to weeks before — wasting time, money, and energy in the process.

The “information asymmetry” that exists within organizations is the problem that Sahil Jain is trying to solve. Sahil is co-founder & CEO of Samepage.ai, where he’s building an AI-powered remedy for product managers — whose job is all about communication and the influence that each message carries with it.

In this episode of Product Momentum, Sahil addresses the importance of communication in product management, offering techniques to improve this core skill and explaining why the ability to communicate across roles is essential for product managers.

Here’s what we learned:

The Essence of Good Communication

It isn’t enough for messages to be sent and received to constitute good communication; the message has to be understood. And achieving understanding is not just the task of the receiver; the sender shares this responsibility equally.

“Within the learning sciences, there’s a great area to look at with respect to the ingestion, retention, and recall of information,” Sahil says.  “It’s important to remember that there’s only so much that team members can process cognitively. So we need to break things up into reasonable chunks. And team members can help close the communication loop by restating the message they received as a way of acknowledging that they understand what I’m saying.”

Communicating Across Functional Roles

In Product Momentum episode 28, Rich Mironov described the product manager as “the person nobody works for and who, it often seems, works for everybody else.” That’s why it’s crucial for PdMs to understand others’ context and goals, where influence is key. For example, Sahil adds, when communicating with Sales teams, their primary concerns are around money and deals and increasing deal velocity.

“So if you goal is to influence the actions of others in a particular way,” Sahil adds, “it’s important that you understand what the goal of their role is and to speak to them in terms that resonate with them. That’s what drives their receptiveness of your message.”

The Power of Storytelling

To emphasize the role storytelling plays in product management, Sahil presents research data that says “telling stories is 22 times more memorable than just facts or information alone.

“When we hear a good, well-told story, we start relating it to our own experience,” Sahil says.  So when we become the storyteller, we’re getting the listener to almost experience it with us, not just receive the information. It’s very powerful.”

Our conversation with Sahil Jain is the second of five that the team recorded at INDUSTRY: The Product Conference. We’ll publish the additional in-person episodes over the next several weeks, including chats with Axel Sooriah (Atlassian), Shensi Ding (Merge), and Michelle Parsons (Lex). Great insights from outstanding product leaders!

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